Updates from AMSR

June 2025 Issue Highlights

The June issue of AMSR presents must-read content in the Theories of Sustainability special issue edited by Mark Peterson, Bård Tronvoll, and Julia A. Fehrer and the Theory + Practice section on The Design of Sales Force Compensation Systems edited by Bernie Jaworski.

Mark, Bård, and Julia put together an exceptional special issue with nine articles that address the rethinking of sustainability systems, three articles the focus on firm-level capabilities, factors, and strategies for sustainability, and two articles that focus on how green initiatives are perceived by consumers and consumers’ cognitive dissonance from sustainability trade-offs. Together, the fourteen articles from the special issue provide robust foundations for research into sustainable marketing and is a treasure trove of concepts, frameworks, ideas, and theories for future research.

In the Theory + Practice section, Mike Ahearne and Molly Ahearne interview Chad Albrecht, Managing Principal at ZS, a global leader in sales and marketing consulting, and elicit in-depth insights on a wide range of compensation topics—including issues related to optimal mixed compensation models (with fixed and variable compensation), organizational controls (e.g., behavior vs. output based controls), payout curves, and general principles guiding the development of compensation plans. In their commentary following the interview, Mike and Molly provide a comprehensive five-step framework on sales force compensation and point to a number of areas for future research. As Bernie notes, “The design of sales force compensation systems is one of the most important—if not the most important decision of the senior sales team.”

The AMS Review – Sheth Foundation 2026 Doctoral Competition for Conceptual Articles (DoCCA) Call for Proposals will be available this month!  

Tentative Timeline